=Paper=
{{Paper
|id=Vol-1498/HAICTA_2015_paper65
|storemode=property
|title=The Influence of Advertisement in Fresh Milk Consumers’ Behavior
|pdfUrl=https://ceur-ws.org/Vol-1498/HAICTA_2015_paper65.pdf
|volume=Vol-1498
|dblpUrl=https://dblp.org/rec/conf/haicta/PapaioannouTT15
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==The Influence of Advertisement in Fresh Milk Consumers’ Behavior==
https://ceur-ws.org/Vol-1498/HAICTA_2015_paper65.pdf
The Influence of Advertisement in Fresh Milk
Consumers’ Behavior
Ioannis Papaioannou1, Irene Tzimitra – Kalogianni2, Eleni Tegkelidou3
1
Agronomist MSc Agricultural Economics, Aristotle University of Thessaloniki, Greece,
e-mail: iopapaio73@gmail.com
2
Professor, Department of Agricultural Economics, Aristotle University of Thessaloniki,
Greece, e-mail: tzim@agro.auth.gr
3
Manager-Vocational Trainer, Greece, e-mail: elenateg@mycosmos.gr
Abstract. Since prehistoric times milk has always been a basic element of
man’s nutrition. It is the simplest, most complete and natural food because it
contains ingredients, like fat and lactose, which give energy, proteins and
minerals to the human body and contribute to its construction. Consumers
usually ignore the simple truths about the great value of milk as food. This lack
of information must be covered by advertisement, due to what is called
advertisement, of a product since it is a consumer‘s mass information for all
the special features of a product, in order to convince them to buy it. From the
results accrued, in the qualitative research in urban Thessaloniki, useful
conclusions were drawn, which were used for the questionnaire’s compilation
and the conduct of the quantity issue.
Keywords: Advertisement, consumer’s behavior, fresh milk – qualitative
research.
1 Introduction
Since prehistoric times milk has always been a basic element of man’s nutrition,
from the first stages of life to later on. It is the most simple, fulfilled and natural
food, because it contains ingredients, like fat and lactose, which give in human body
energy, proteins and minerals, which contribute in its construction and also consists
of enough vitamins quantity and micronutrients for the accomplishment of the
necessary biochemical work (Kondili et al, 2014). Although, milk since infancy is
not the only human’s food, it still plays a significant role in youngsters diet, in
addition to dairy products, contributes seriously in human body’s supply in
nutritional ingredients necessary for its growth. It also, constitutes of an important
element of balanced diet in adults not only it contains all the essential nutritional
ingredients, but also is rich in all the elements, which are necessary for adults’
nutrition. Without milk, the ensuring of those ingredients in human body it would be
difficult if not impossible. For example, milk when it is combined in planted foods
creates a balanced diet.
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Today is known that milk, besides the fact that it is an excellent food foe all ages,
it also has some additional beneficial qualities. For the growth and health of human
body, which cannot be explained even in the most strict scientific criteria. Consumers
usually ignore the simple truths of the great value of milk as food. This is due to
great differences which are observed in milk’s consumption between countries,
which are not due to consumer’s habits or market’s organization, but mainly in
insufficient information for milk’s excellent nutritional effects (Mantis, 2006, p.
177). This lack of information is due to be covered by advertisement, because the
advert of a product is the mass information of consumers for all the special
characteristics of goods, in order to convince consumers to buy it (Kitsopanidis et al,
2003, p. 482).
Advertisement plays an important role in the promotion of any product and
product information provided through advertisement also plays vital role in changing
consumer attitude towards advertisement and their purchasing behaviour (Usman, et
al., 2010). Our way of life and values are strongly influenced by mass media like TV,
newspaper, radio and the internet and it has the ability to shape viewer taste and
trends (Rachana Kejriwal & Dr. Dipti Kumar Chakravorty, 2014).
Nowadays e-advertisement becomes a successful way to promote agro-food
products (Tsekouropoulos et al, 2012). Moreover internet is very widespread in all
agro food sectors and has been extremely important tool for the promotion of
business sales (Andreopoulou et al, 2013; Andreopoulou et al, 2012). In Greece,
many enterprises in the agro-food and drink sectors are already present on the
internet (Tsekouropoulos et al, 2013). Online advertisement service covers all aspects
of driving quality traffic to a website and uses a diverse range of tools
(Vlachopoulou, 2007).
As a research area the urban of Thessaloniki was picked for two main reasons:
First of all, as far as population is concerned, it is a very dynamic complex will
continually growing tends, which will give in research safe and valuable results as
possible, due to urban features There are many market resources and fresh market
consumption for all citizens who show obvious interest in this product.
2 Objective Points in Research
The main objective points of the research are the following:
a) To investigate the relation between the socioeconomic features of
consumers towards their preferences to fresh milk.
b) To clear the basic characteristic – criteria of fresh milk, which affect the
demand.
c) To investigate the effect of advertisement in fresh milk consumer’s
behavior.
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3 The Concept of Consumer’s Behavior
Magnisalis (1997) determines the meaning of consumer’s behavior as the behavior
formed by a group or a person, in market situation which can be observed or
reported. The knowledge of consumer’s behavior, apart from a study and research in
Marketing, constitutes the basic condition for successful function of all the
businesses which operate in market and are related directly to customers
(Tsekouropoulos, 2009). The effort to fulfill consumers is achieved only if its
behavior is known (Tzimitra, 1991). However, this knowledge is based mostly in
facts than hypothesis or speculations. Studying consumer’s behavior is not far from
studying man’s behavior in total (Geortzakis 1996, p. 56). The position of consumer
is essentially estimations or assessments, which express the possibility or several
brands to satisfy specific needs (Tsekouropoulos et al, 2014). So, consumer’s needs
affect its position and these in turn, affect its purchases (Well and Prensky).
Consumers decide about the choice, purchase and usage of products and services.
The above choices are often hard. Consumers face a huge alternative number of
choices, because of the rapidly growing of technology (Kotler et al, 1996). Also, as
far as purchase is concerned, many times face the trade’s diversity (Robertson 1991).
Specifically, with the term “consumer” meaning the person and groups who uses
products and services to face a variety of needs connected to their birth and psycho.
Basic element in study and research for many scientists dealing with marketing is the
consumer and its behavior towards any kind of human manner purchase and usage of
products and services (Magnisalis 1997).
4 The Meaning of Advertisement - The Meaning of Fresh Milk
Advert of a product is called massive information of general public for products
specific characteristics, in order to be purchased to buy. The American Market
company defines advert as following. Advert is called each paid form of impersonal
presentation and ideas promotion goods and services from a specific sponsor, person
or agency.
Form the above definition is presumed that the basic role of advertisement is
practically double:
a) Informative, since it informs consumer for the special characteristics of the
product.
b) Convinsing, because it tries to convince consumer to buy the advertised
product (Kitsopanidis et al, 2003, p. 483).
Advertisers had their largest profits from knowledge of previous purchases of
consumer and also the loyalty of consumer to any product plays another important
role in leading consumer attitude to purchase of that product (Mohammed, et al.,
2012).
Milk, has got a special place among other animal and vegetable food because is
exclusively food for man but for mammals as well, for the first stage of life. Contrary
to the other mammals, who uses their mother’s milk to satisfy their nutritional needs
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just for few days or for months after birth, man uses milk of other mammals in every
stage of life (Zarmpoutis 1994, p. 123).
The milk contains all nutritional ingredients that needs a human body to grow,
especially adequacy of proteins and salt. Although after its infancy, milk stops to be
the only food to human, however it continues to play a significant role in youngster’s
diet with the rest diary products, because it contributes especially in body’s supply in
nutrient necessary to its growth. Also, it is an important fact in adults balanced diet
and not only because of it essentially nutritional facts, but also because it is rich in all
elements, which are important in adults dieting. In its diet, man uses cow’s milk,
sheep’s, and goat’s. Consumers usually ignore the simple truths in great nutritional
value of milk mostly because of lack of information for is excellent nutritional
qualities (Mantis 2006, p. 151).
5 Methodology of Research
The accomplishment of research imposed not only usage of primary but also
secondary data source and varied gathering techniques. Firstly, a literature review
took place related in issues with consumer’s behavior, the meaning of advertisement,
fresh milk as relevant studies with this under investigation issue. Subsequently, there
was quality research. In this situation, quality research is followed as methodology
and as an investigation method the focused group interview were picked. The quality
research took place in May 2012 in urban Thessaloniki. The total number of
consumer focus groups who were studied was five each group consisted of six
people. In total, in this quality research thirty consumers took part. As for their social
and financial characteristics of consumers, fourteen were men and sixteen were
women, as their age is shown in figure 1.
Fig. 1. Consumers’ age
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Most of them taking part were between eighteen to twenty nine years old (30%),
while fewer were sixty to sixty nine years old (33%). The majority of consumers are
graduates (46,67%) while their educational level is shown below:
Fig. 2. Educational level
As far as marital status, most of them stated married, the rest stated unmarried and
just one stated widow.
Fig. 3. Marital status
The monthly family income in euros which stated from consumers in depicted in
figure 4.
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Fig. 4. Monthly family income
Related to their profession were stated the following: Aesthetics, household,
pensioner, civil servant, unemployed, conservator or antiquities, radiologist, foreign
language, teacher, martial university student, electrician, chemical, freelance, private
employee, trader, state telephony company employee.
In all interviews the same questionnaire was used, which was done for the quality
research, as during interviews a Dictaphone was used, to record five conversations in
cassettes. Followed, there was a transcript of each interview and consumers were
coded in each group as followed:
C1 consumer 1, C2 consumer 2, C3 consumer 3, C4 consumer 4, C5 consumer 5, C6
consumer 6.
The questionnaire, which was used consist of 42 questions quality containing,
which means that the questionnaire is not strictly structured, but in open questions, so
as the development of the conservation is determined mostly by the answers than the
questions. In questions with free answer, which are called as narrative question or
questions with narrative answer, the respondent is free to form its answer
(Dautopoulos, 1994, p. 89). With this specific methodology, meaning conversations
in consumer focused group, there was a possibility for many ideas to be listened, to
argue and to face agreed opinions, so as to noted different views related to the effect
of advertisement in fresh milk consumption and generally to externalize their beliefs
and perceptions of thirty different people.
The results of this research are a starting point on the basis of this quality
research‘s accomplishment.
6 The Results of Quality Research
All consumers who took part in this research stated that drink milk, especially
fresh milk with diversity in frequency each one. Most of them drink a glass of fresh
milk a day, while some drink more than that. Few of them stated that drink a glass of
fresh milk every two days, while fewer stated that they drink less frequent. In the
578
question, if besides milk they drink other dairy products, the answers which were
given were focused by half of them in chocolate milk, ariani, kefir, long life milk and
condensed milk. The majority of the sample believes that the biggest general public
of fresh milk is consists of children. In order of preference the answers are the elderly
and teenagers. The vast majority of consumers stated that it prefers fresh milk of
Greek origin, while just one of them stated that doubts about the true origin of fresh
milk. Its taste, density, and content in nutritional elements, fat and high quality of
fresh milk as a product, are according to sample the characteristics of fresh milk
which make it appealing.
Cereals are the basic product which is used as accompanying for fresh milk’s
consumption. Other answers given:
• neat milk or just a slice of bread
• neat milk
• with bread and jam
• with coffee
• with croissants, cheese, pies, cakes
• with cocoa
Super market gathers the preferences of consumers in question related to the place
that supplies fresh milk. Other suburban mini markets, bread shops, bakeries are
followed, while few who comes from villages, reported buying milk directly from
farmers. The criteria which consumers by fresh milk divert from one to another. The
brand, taste, nutrient ingredients, quality, positioning, packaging, price and discounts
are the answers which were given in this specific question. In question “How much
are you influenced by milk’s packaging” the majority of consumers answered that
they are not influenced.
Just four of them replied that they are induced, while two consumers prefer
exclusively carton or glass packaging. Fresh cow milk is preferred more than goat’s,
because the second one has got a smell which is unpleasant to many people. Some of
them, though, did not had any special problem to drink goat’s milk, while there was
an answer that a member of a family drink goat’s milk because cow’s causes
indigestion.
All the participants in research stated that they drink fresh exclusively at home,
except one stated that drinks milk at work. The name of the product which produces
and sells this fresh milk is a main factor for purchasing the product from the sample’s
consumers. Only two of those thirty people mentioned that they are not seriously
influenced. As for the name of the company they prefer more for the purchase of
fresh milk, Mevgal and Olympos lead their preferences, while there is Sergal,
Koukaki Farm, Agno, Evrofarma, American Farming School, Delta, and Vrahias
Farm.
Private label products have already gain many consumer’s preference, because of
their lower price, related to brand names products. Private label milk did not gain
sample’s consumer preference, since most of them replied negatively in related to
question, justifying their attitude saying they are not aware of quality or even origin.
Either branded goods or private label in milk, the majority of research’s consumer
stated that it is a necessary product in people’s diet helping in children’s growth with
calcium provided and protects women in every stage of osteoporosis. Three of those
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thirty people diversified, supporting just the opposite. Television, according to the
sample is the main informative way for fresh milk. The rest of the answers were
given in this specific question were the following:
• Internet
• All means of mass media
• Magazines
• Newspapers
• Acquaintances and friends
• Discounts coupons
• From the promotion in super markets
Most consumers show a negative attitude towards advertisement of fresh milk,
while a few stated that they are positively influenced. Generally, for their
information, consumers who participated in the research stated that they prefer
watching television mostly at night, surf the net throughout the day, newspapers and
print media mainly in weekend. In many of them, fresh milk’s advert would play a
significant role in order to change their purchasing habits. The following answers of
them are really indicative:”I may buy it as an initial effect to advert” and “I would
not mind. It depends on the star of the advert. If it was a person I admire, I would be
easily influenced” correspondingly “I am only influenced if with the advert, there is a
forwarding too” and “I like it a lot when I see or hear new things. In this way yes” I
would be influenced of the advert that would describe the traditional way of
production”. Following the above question, eleven of these consumers stated that in
the past changed their purchasing habits towards fresh milk’s consumption, due to a
very successful advertisement, while the rest of them answered negatively. Next
consumers asked to answer in a question sets concerning factors connected to the
promotion – display of fresh milk. More specifically were asked to answer the
question – when advertisement of fresh milk is accepted – how important is for their
purchasing decision the brand of the milk.
This sample in total answered that the brand and its advertisement is too important
and maybe affect their purchasing behavior. On the contrary, four consumers
answered that it was not at all important. In a question of how effected they are in
their purchasing behavior, the messages of the advertised company related to the
packaging, most consumers answered that it is the price that can influence
remarkably their purchasing behavior, with only one of them stating “I do not note
just the price. I always see price in connection to quality”. Asked how influenced
they are in their purchasing behavior, the messages of the advertised company
connected to the discounts of fresh milk, the larger number of sample’s consumers
said that they would not be affected, while five of them answered positively, even if
they do it only once. Asked how influenced they are in their purchasing behavior, the
messages of the advertised company connected to the display of the production
place, only five of them answered negatively while the rest answered positively.
Asked how influenced they are in their purchasing behavior, the messages of the
advertised company related to the display of a new product, most of them answered
that they would be influenced.
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7 Conclusions
All consumers who participated in the quality research stated that they consume
milk and especially fresh milk with different frequency each one. Besides, fresh milk
there are other dairy products consumed, such as chocolate milk, ariani, kefir, long
life milk and condensed milk. The huge majority of consumers stated that they prefer
Greek’s origin fresh milk, while its taste, density and nutrient content, fat, high
quality of fresh milk, as a product according to the sample’s consumers and the
special characteristics of it which makes it appealing.
They supply fresh milk from the super market, while the brand of the fresh milk’s
production company, the taste, the nutritional ingredients, the quality, the location,
the packaging, the price, and discounts are the purchasing criteria of it. The name of
the company which produces and sells fresh milk are the main factor for the purchase
from the sample’s consumers and more specifically prefer Mevgal and Olympos to
buy. Television is the main mass media for fresh milk, followed by the internet,
magazines, and newspapers. Most consumers show a negative attitude towards
advertisement of fresh milk, while to a few of them a milk’s advert would play a
significant role in order to change their purchasing habits. The brand of fresh milk in
advertisement is a very important factor and this may change their purchasing
behavior. Also, the safety of fresh milk, its packaging and especially when a smart
and practical opening way is advertised, the location display of the fresh milk’s
production and the display of a new product would affect consumers, when included
in advertisement.
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